“Be different, not better.”

This is common sales and prospecting advice, and I hate it. It’s one-dimensional. And it only addresses the salesperson’s point of view. The more important point of view is that of the buyer. Buyer’s want better. That’s all they care…

Best practice or common practice?

Belal Betrawy brought this up in an interview with Predictable Revenue. He said that the best practice is not usually a best practice. It’s the common practice.  It made me think of several “best practices” that are really just common…

Don’t save the good stuff for last.

When prospecting, there’s this thinking that we should save our best stuff for last. We put the best parts of our outbound sequence towards the middle or end. We save the personalized video for later in the cadence.  The problem…

“Seeing is believing”

When I first met Sara Bay‘s mom, Jackie, she told me what it was like immigrating to America from Korea. Sara was a year old. They didn’t have a lot of money. And they hardly spoke English. It was a BIG…